"The Model," proposed by salesforce.com, is the global standard sales process management concept. Its unique feature is that it divides the sales process into marketing, inside sales, field sales, and customer success, and manages them in a division of labor. In the background of its birth, there was a Japanese businessperson, and his contribution has led to its evolution. In this paper, we use a case study approach to clarify how the global standard model was born and evolved by combining local and global ideas. It also discusses the issues and measures that salesforce.com Japan is currently facing in adapting "The Model" to the Japanese market, which has become the global standard.
Research papers (proceedings of international meetings)
